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DTSTAMP:20150802T152833Z
SUMMARY:Teaching Contractors How to Sell Your Program
DESCRIPTION:Teaching Contractors How to Sell Your Program\n\"Leading p
rograms recognize the need to support contractors with sales and busin
ess training to help them succeed…, \" notes a recent Lawrence Berke
ley National Laboratory policy brief. Learn from sales trainers wh
o have traditionally worked with \"reactive\" HVAC, windows and siding
dealers but are transitioning to a more \"proactive\" sales approach
that helps home and business owners discover the value of making energ
y-saving improvements before systems fail in order to lower utility bi
lls and take advantage of current incentives.\nThis webinar will expla
in what utility and government sponsored program managers can learn fr
om how manufacturers approach sales training for their single-measure
installation dealers.\nDuring this Web Exchange, you will gain these i
nsights on how to:\n\nReveal the real $$$ value to contractors of qu
alified vs. unqualified sales leads, and the industry standards for sa
les close ratios in home improvement industry\nAcknowledge that contra
ctors almost never fail because they can't do the work, but fail becau
se they can't find enough prospective buyers, can't sell those prospec
tive buyers often enough, and/or can't sell well enough to make margin
s that will allow them to survive and grow.\nDifferentiate the need fo
r contractors to be trained in a consultative sales approach vs. orien
ting them to pitching the features and potential benefits of specific
programs\nUnderstand why contractors expect you to make their phone ri
ng and why generating leads for them is never enough. Learn why you
need to teach some contractors what to do when the phone does ring to
establish an orchestrated approach to gathering information and succes
sfully transitioning the ringing phone into an appointment and then th
e appointment into an agreement to invest in home improvement\nDiscove
r how manufacturers make sure their dealers understand how sales train
ing is a shared investment that must be earned\n\nWho should attend? E
nergy and water utility and state/local government staff who design an
d implement programs that encourage homeowners to make energy/water ef
ficiency and renewable energy improvements.\nGift Bag:. All registra
nts will receive \"Contractor Sales Training: Providing the Skills Nec
essary to Sell Comprehensive Home Energy Upgrades\" the latest Clean E
nergy Program Policy Brief published by Lawrence Berkeley National Lab
oratory.\nNo need to travel! Learn at your computer! As easy as a conf
erence call! Your EGIA Leadership Academy Web Exchange registration in
cludes one phone line (or Voice-Over-Internet) connection plus a web l
ink to the presentations. You are welcome to use the phone connection
on a speaker phone and project the Web Exchange in a conference room s
o an unlimited number of your associates may participate. After the ev
ent, you will receive a link to the archived Web Exchange with unlimit
ed access to presentation slides with an audio recording of the presen
ters and question-and-answer discussion.\nCan't participate on this da
te/time? No problem, register anyway, participate live with those from
your organization who can make it, and you will receive a video/audio
recording link afterward to view and share with others in your organi
zation.\nIf you have any registration questions contact:\nEGIA Registr
ation Support 1 (866) 367-3442 ext. 385 registration@egia.org\n\nFor m
ore information visit http://homeenergypros.lbl.gov/events/teaching-co
ntractors-how-to-sell-your-program
DTSTART;TZID=America/Los_Angeles:20120308T110000
DTEND;TZID=America/Los_Angeles:20120308T123000
CATEGORIES:webinar
LOCATION:Online
WEBSITE:http://www.egia.org/Academy/2012/03/08/index.html
URL:http://www.egia.org/Academy/2012/03/08/index.html
CONTACT:
ORGANIZER;CN=EGIA:http://homeenergypros.lbl.gov/profile/EGIA
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